Naylor Association Solutions

  • Event Sales Manager, Global Exchange Events

    Regular Full-Time
  • Overview

    This position is responsible for managing client relationships and engaging supplier and buyer companies to participate in exchange events.  This position conducts outreach to existing and future clients and is responsible for implementing strategies to attract new supplier and buyer  companies; qualifying and soliciting prospective companies; communicating the terms of the contract and ensuring adherence to those terms. The Event Manager works independently toward assigned and personal goals to meet revenue targets, also works effectively in a team assigned to a particular event.  Success in this position is measured by overall sales, the ability to generate new sales, renew and manage relationships with existing clients, and the ability to achieve personal and assigned show revenue targets.  Other measures may also be used.


    This is a remote position, so is not specific to geographic location of candidates.


    1. Build relationships and conduct outreach to supplier and buyer companies to participate in exchange events. Develop new sales and/or renew previous clients, depending on assigned territory.
    • Initiate client/prospect calls, contacts and conversations from lead sources to prospective or current clients, and document sales efforts by appropriately using the call and sales tracking system.
    • Manage, nurture, build and retain existing client relationships.
    • Ensure all client presentations are made in a manner consistent with training, with care taken to be professional, honest and within sales policy guidelines.
    • Provide rate information and other relevant information to prospective and existing clients to aid in their decision.
    • Maintain up-to-date sales records according to corporate policy.
    1. Gain in-depth knowledge about assigned industries, associations and the purpose of assigned events. Use the Internet, company marketing and research materials and other resources to increase effectiveness of sales presentations.
    2. Ensure accuracy, timeliness and quality of all online marketing solutions, reports and records. Work within the system and with sales administration to handle problems in a timely manner.   
    3. Attend assigned events and assist in problem-solving, customer service, enforcing regulations, and promoting sales for the next event.


    • Bachelor’s degree in a relevant area preferred. Previous sales experience may be considered in lieu of degree requirements.
    • Industry knowledge preferred, specific to the assigned events
    • Prior B2B sales, business development and client management experience preferred.
    • Prefer a minimum of two years of stable, full-time work history.
    • Successful candidates must have excellent phone and communication skills with the ability to sell at decision-making levels and close deals quickly over the phone. Reasonably strong writing skills also required.
    • High level of self-motivation with a strong work ethic required.
    • Ability to meet and exceed sales and revenue goals.
    • Excellent ability in using the Internet and to learn new windows based software programs and systems. Intermediate proficiency in Microsoft Office.
    • Ability to adhere to and embrace Naylor’s operating values (including operating with honesty and integrity, respect for others and spirit of teamwork.


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